Accountability – Todd Youngblood's "SPE" Blog

Category Archives: Accountability

Sales Rep = Change Agent (Right?)

July 6, 2010 – 8:48 am

If you’re new here, you may want to subscribe to my RSS feed. Thanks for visiting! Hold up a mirror before you answer that question… The knee-jerk response of any self-respecting sales rep or manager is an indignant, “Of course I’m a change agent!” But, as anyone with a complex sell cycle knows, the biggest [...]

By Todd Youngblood | Tagged Accountability, Execute | Comments (8)

Respect & Credibility vs. Sniveling Wimps

June 4, 2010 – 7:49 pm

Few things are more irritating than listening to some alleged professional duck, dodge and avoid responsibility. Over the last three decades, I’ve witnessed countless sales reps making all kinds of excuses and pointing their fingers this way and that. My goodness, the rep was certainly nothing more than an innocent victim of incredibly unique and [...]

By Todd Youngblood | Tagged Class, Courage | Comments (2)

Too Many Sales Reps Are Wimps

April 10, 2010 – 9:32 am

In general, sales reps represent themselves as a pretty tough, resilient, independent bunch. I’m not so sure about that. Virtually every time I work with a sales team to continuously improve its sales process, I run smack into a “they’re too delicate for that” problem. It’s never phrased that way. It’s always couched in terms [...]

By Todd Youngblood | Also posted in Continuous Improvement, Metrics | Tagged Continuous Improvement, Metrics | Comments (2)

THE One Thing A Rep Needs To Remember

April 1, 2010 – 6:34 pm

What’s the one thing, more important than everything else that a sales rep needs to keep in mind at all times? Todd Youngblood thinks that would be the Sales Rep’s Fundamental Responsibility.

By Todd Youngblood | Also posted in Video, Work Ethic | Tagged Process Thinking, Work Ethic | Comments (1)

A Sales Rep’s Fundamental Responsibility

March 7, 2010 – 9:51 am

Continuously move a greater number of larger opportunities through the funnel faster. Pithy is powerful. Because of that, I’ve invested a good bit of time trying to boil down the sales rep’s responsibility into as compact a sentence as possible. Frankly, I thing the above statement is pretty darn good. Obviously, closing a deal = [...]

By Todd Youngblood | Tagged Process Thinking | Comments (4)